Question 1

What is your 'people first' approach?

Accepted Answer

People First means understanding your context and needs through the experiences of your people, not pushing an off-the-shelf solution onto your organisation. Your people, context and pressures are unique. You are the experts on your business, and I need to understand your situation (as individuals and as a business) before can meaningfully help you.

To be effective I strive to understand how each person works and interacts within the organisation, this is central to my collaborative approach. We will co-create the most appropriate solution by recognising individual strengths, encouraging transparent communication and promoting collaboration. 
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In my experience, regardless of the size of an organisation, an inflexible, process driven, one size fits all approach results in things being done to people, not with them. This causes fractious working relationships where solutions are forced to fit into an organisation. Nobody enjoys this experience, and people will quickly revert to old habits.

Understanding people first helps us to create the most compelling content and develop efficient ways of working.

Question 2

I like your approach but how much do you charge?

Accepted Answer

Fees are based on a day rate. Depending on the scope of your needs, we’ll agree on an initial estimate of the time required.

Question 3

Bid, proposal, tender, RfP, RfQ, ITT, what’s the difference?

Accepted Answer

Not much! You tend to see the terms RfP (Request for Proposal), RfQ (Request for Quote) and Proposal used more by the private sector. Bid, Tender, ITT (Invitation to Tender) tend to be used more by the public sector. However, they are essentially the same thing – your client is following a process to request formal submissions from the market. You need to be part of this process to win the business.

Question 4

What’s all the fuss about? It’s just ‘cut and paste’ isn’t it?

Accepted Answer

Nope! To have a competitive edge you must demonstrate that you understand and address the needs and drivers of the client. While a library of baseline content is important, to stand out you cannot simply reuse standard content, it will feel generic and likely not reflect the nuanced context of the client. You also run the very real risk of baking in errors and outdated information.

Your Bid Expert can work with you to build an opportunity pipeline and prepare portfolios for each client, enabling bespoke responses to their individual needs. We can also review your existing content to ensure it is as strong as possible to give you the best base to build on.

Question 5

How long does each bid/RfP take?

Accepted Answer

The timeline is set by your client and will be explicit in the initial notice and the specification documents. Typically, public sector bids are around 4 to 5 weeks but this can vary. Private sector RfPs are less ridged and may give you less time, 2 to 3 weeks is not uncommon. It’s worth noting that this is just the formal response time and ideally you should be preparing for expected opportunities in advance.
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Your Bid Expert can help you create a bid plan. This is a detailed project plan that sets out the “who, what, when” needed to create and submit an engaging and complaint response.

Question 6

I’ve never completed a formal bid/RfP/tender before, what should I expect?

Accepted Answer

In its simplest form, your client will issue a specification for a service or goods. You need to respond detailing how you will meet the specification and what it will cost. You’ll have a set timeframe to complete and return your response. The response format may differ (set questions, narrative sales proposals, presentations, negotiation, etc) but this will be set out by the client.

​The public sector, including the NHS, have to follow a set of procurement rules and processes. The Private sector has more flexibility but generally, they have a defined process that is communicated to bidders.

I can help you:
 • access the public sector procurement portals and frameworks to find suitable opportunities.
 • engage with public and private sector clients to understand their needs in advance and proactively prepare
 • manage your response process to create a strong, compliant submission
 • create and/or review your responses to ensure they showcase your USPs and reflect the client's evaluation criteria
 • analyse and transform your current processes
 • learn and improve based on past feedback

Question 7

I find bids very stressful, does it have to be this way?

Accepted Answer

Bids and proposals are deadline driven and it can be very stressful to respond to a client bid/RfP. To manage these pressures, I work in a way that allows each individual to work at their best. I’ll define a clear bid/project plan and agree ways of working, we’ll have frequent and open communication and clear accountabilities.

Whether I’m providing ad hoc support for a single bid or helping you mature your processes, I aim to minimise the pain and leave you better equipped for the next bid.

Question 8

We have a bid process but it could be better, can you help us?

Accepted Answer

Absolutely. Working with you and your team I will build a picture of your current ways of working, analyse any pain points and agree what your future approach could look like. I can also help you with change management to embed a sustainable approach.

Question 9

We want to improve our wider skills to support the sales cycle, can you help?

Accepted Answer

Key to my people first approach is addressing skill gaps and add long term value to your business. Every interaction on every bid is an opportunity to help each individual grow. If I just drop in, do the work and leave you in the same position as I first met you then I’ve failed.

In addition to my holistic approach to upskilling your teams, Your Bid Expert offer a range of training which can be tailored to meet specific needs:
 • Confident change leadership - dealing confidently with change and knowing your role within the process.
 • Effective workplace coaching - embedding skills and awareness to be an effective workplace coach.
 • Impactful presentation skills - building skills and confidence to develop and deliver professional and engaging presentations to any audience.

Question 10

What types of clients have you worked on?

Accepted Answer

NHS and public sector – NHS (Trusts, Health boards, ICS, NHSE etc), Local authorities, Central and local government, blue light services, education. National and regional frameworks. Direct award.
Private sector and corporates - Private medical insurers, Legal, banking, pharmaceutical, healthcare, wellbeing, fitness, utilities, manufacturing.

Question 11

What types of services have you worked on?

Accepted Answer

My expertise is primarily in healthcare and well-being. As these are complex, regulation heavy areas I am confident working with you in any market:
 • Medical and clinical services – hospital, clinics, surgical and healthcare
 • Well-being – Gyms, Fitness, EAP
 • Physiotherapy and mental health services
 • Pharmacy and Pharmaceuticals
 • Corporate healthcare and health assessments and
 • Private medical insurance (PMI) services
 • Onsite / in person services
 • Virtual and app based solutions
 • Legal services – public sector and corporate

Question 12

What training and skills do you have?

Accepted Answer

I have 25+ years leading successful bid teams and corporate departments. My training and skills include:
 • APMP and Shipley methodology
 • Public and Private procurement experience including Provider Selection Regime (PSR)
 • Project management - PRINCE2, AGILE
 • Strategic planning - Hoshin Kanri
 • Process redesign - Lean Six Sigma (Green Belt)

Question 13

Where are you based?

Accepted Answer

Home is in sunny Belper, Derbyshire. I work with clients across the UK, geography is not a barrier. I can support you in person or virtually.

Question 14

Can you come to us?

Accepted Answer

Sure thing, I love to meet face to face. From an initial meeting to a regular onsite presence, we will agree the most appropriate ways of working.

Question 15

How do I get in touch?

Accepted Answer

Just fill in the contact form here and I’ll contact you for an informal chat.